Part I: The What, Why, and How of Emotional Intelligence and Sales Results
by Jill Konrath, Colleen Stanley
Emotional Intelligence for Sales Success
- Cover
- Title Page
- Copyright
- Dedication
- Contents
- Forward
- Introduction
- Part I: The What, Why, and How of Emotional Intelligence and Sales Results
- Part II: Emotional Intelligence and the Sales Process
- Chapter 3 Prospecting: The Real Reason for Empty Sales Pipelines
- Chapter 4 Likeability: All Things Being Equal, People Buy from People They Like
- Chapter 5 Expectations: You Get What You Expect
- Chapter 6 Questioning Skills: What’s Your Prospect’s Story?
- Chapter 7 Reaching Decision Makers: How to Better Connect and Meet
- Chapter 8 Checkbook: Get Paid What You Are Worth
- Chapter 9 People Over Process: The Key Traits of Emotionally Intelligent Sales Cultures
- Chapter 10 Take the Lead: Sales Leadership and Emotional Intelligence
- Index
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